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Research article

First published 2014-1

Learned Helplessness among Newly Hired Salespeople and the Influence of Leadership

Jeffrey P. Boichuk, Willy Bolander, Zachary R. Hall [...]

Journal of Marketing

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Research article

First published 1980-4

The Sales Manager's Bases of Social Power and Influence upon the Sales Force

Paul Busch

Journal of Marketing

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Research article

First published 2022-12

Managing Positive and Negative Trends in Sales Call Outcomes: The Role of Momentum

Irene Y. Nahm

Journal of Marketing Research

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Research article

First published 2022-11

Onboarding Salespeople: Socialization Approaches

Phillip Wiseman, Michael Ahearne, Zachary Hall [...]

Journal of Marketing

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Research article

First published 2002-03

The Technicization of Sales Work: an Ethnographic Study in the US Electronics Industry

Asaf Darr

Work,Employment and Society

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Research article

First published 1990-09

Management Control in Sales Forces: A Case Study from the Labour Process of Life Insurance

David Knights, Glenn Morgan

Work,Employment and Society

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Research article

First published 2025-1

Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes

Molly Ahearne, Mohsen Pourmasoudi, Yashar Atefi [...]

Journal of Marketing

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Research article

First published 2020-2

The Ambidextrous Sales Force: Aligning Salesperson Polychronicity and Selling Contexts for Sales-Service Behaviors and Customer Value

Ryan Mullins, Raj Agnihotri, Zachary Hall

Journal of Service Research

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Research article

First published 2009-9

Collectivism and Social Influence in the Buying Decision: A Four-Country Study of Inter- and Intra-National Differences

Kritika Kongsompong, Robert T. Green, Paul G. Patterson

Australasian Marketing Journal

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Research article

First published 2014-6

When Do Group Incentives for Salespeople Work?

Noah Lim, Hua Chen

Journal of Marketing Research

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